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14 questions to understand your customers

In our recent book, The Natural Sales Evolution, we run through some crucial questions for helping you to get into the minds of your customers. You can use these to prepare for meetings, or presentations, or networking events:

1. What does an average day look like for them?

2. What are they saying, thinking or feeling?

3. What are their key objectives when buying?

4. What are their key business objectives and goals?

5. What challenges, issues or problems do they currently face?

6. What do they really want to achieve?

7. What changes have taken place within their industry, company or status that could affect their ability to make a decision to buy?

8. Are they under any time or budget pressures?

9. How do they measure success?

10. What will they need to achieve to see that buying your product or service has been a wise decision and is providing the ROI they wanted?

11. What are their greatest fears in making decisions?

12. What are the possible risks they could be concerned about?

13. What is their buying process?

14. Does your buyer have the autonomy to make a decision or do they have to involve others in the process. If yes, who do they involve?

During our sales training workshops we challenge our delegates to know more about their customers. These types of questions work!

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